Building an Audience Versus Database

Building An Audience Versus Database  (1)

Greg Harrelson & Abe Safa discuss Building An Audience Versus building a Database

As a real estate professional, you probably have a Google Sheet document with hundreds or even thousands of names and contact numbers listed on it. But do you know exactly what to do with it and the potential it holds?

In this video, Greg Harrelson and Abe Safa differentiate an audience and a database and how you can reel in your lead to become an avid follower of your content.

Learning to turn names from your database into an enthusiastic audience is an invaluable skill that could help you generate unlimited hot leads and boost your sales.

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What Is a Database?

A database is a simple list of names and contact details that you've collected from various sources. This data could be collected from a customer survey, your website signup form, or even through social media — similar to your Google Sheet document.

According to Abe, "A database is nothing if you do nothing with it." Unfortunately, many real estate professionals only use their databases to put names and contact numbers without knowing what to do with them. Worse, they send out multiple messages to these leads and hope they will "snag a fish by accident," as Greg described.

Who Is Your Audience?

On the other hand, an audience is someone who's actively engaged with you and your brand. They are the people who take action when they receive a message from you, such as signing up for a newsletter or inquiring about your listing.

Finding an audience is easy, but building one is another story. The audience looks up to people with authority — someone they can learn something valuable from and would help them make their lives easier. Audiences are attracted to value, and they seek it from the people they follow.

How Do They Relate to Each Other?

As Greg said, consumers are no longer interested in meaningless sales talks. They want to engage with someone who can provide value and insights worth listening to. This is where you can put your database to work.

Rather than just bashing your database with multiple emails or messages about an open listing, give them something they can learn from. Give them a free report about the latest trends in the local market or invite them to an open forum with other local real estate experts.

Once you've engaged them with valuable content, your "database" will eventually convert into an enthusiastic audience that follows and values your content. After building an audience base from your database, they are more likely to transact with you since you've already earned their trust.

How Can You Convert More Audiences From Your Database?

"Change the concept of what ‘database' means to you," shared Abe during the session. This is the best first step you should take when trying to convert more leads from your database.

Think of it as a valuable tool to help you build relationships with potential customers. Use this opportunity to engage them by providing meaningful content that adds value to their lives.

From there, you can slowly transition them into being active followers of your content and, eventually, a hot lead for your real estate business.

Greg shared a quick audience-converting strategy you can also use with your database. He said you could take all the email addresses of all the leads who interacted with you in the past 30 days and send them an annual real estate market report in PDF form.

Key Takeaways

There's nothing wrong with building your database. After all, this is where a business transaction could start. However, spamming them with sales messages won't do you any good.

Instead, use this as an opportunity to establish contact by providing valuable content that could help make their lives easier. Once you've earned their trust, it will be much easier for you to reel them into paying customers.

Published on Mar 8, 2023 under , ,


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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